Director of Sales Operations

ARKANCE USA, LLC

9d•Hybrid

About The Position

The purpose of the Director of Sales Operations is to create enterprise confidence in commercial performance. This role ensures that forecasts are reliable, pipeline data is credible, and sales execution is synchronized with financial planning and delivery capacity—allowing leadership to plan, invest, and allocate resources with clarity and speed. The Director of Sales Operations is responsible for ensuring that commercial performance operates within the same operating rhythm, data integrity, and accountability framework as the rest of the enterprise. This role is a key contributor to business planning, translating the annual budget and growth objectives into a disciplined sales operating model that leadership can execute against with confidence. Sitting within Business Operations, the Director of Sales Operations aligns sales forecasting, pipeline health, and performance insights with Finance, Delivery, and enterprise planning cycles. By turning sales data into foresight, cadence into predictability, and insight into action, this role enables informed decision-making and scalable growth. This role follows a hybrid work schedule, requiring the Director of Sales Operations to be in our Irvine/Alexandria office three (3) days per week and allowing remote work for the remaining days.

Requirements

Deep understanding of sales performance drivers, forecasting methodologies, and pipeline mechanics.
Ability to translate commercial activity into enterprise-level foresight and planning inputs.
Strong financial literacy with the ability to interpret budgets, forecasts, and variance analysis.
Advanced analytical capability, including expert-level Excel and data modeling skills.
Comfort operating across CRM, ERP, and financial systems to ensure data consistency and integrity.
Proven ability to lead through influence in a matrixed organization.
Skilled at balancing the needs of Sales with enterprise objectivity and operational discipline.
Trusted partner to Finance, Delivery, HR, and executive leadership.
Strong process orientation with the ability to establish and enforce operating cadence.
Ability to drive consistency and accountability without introducing unnecessary bureaucracy.
Comfortable holding teams to standards while maintaining productive relationships.
Clear, concise communicator capable of translating complex data into executive-level insights.
Confident facilitating business reviews, forecast discussions, and decision forums.
Able to challenge assumptions constructively and drive alignment at the leadership level.

Responsibilities

Design, own, and continuously improve the sales operating cadence, including pipeline reviews and forecast calls, integrated with the broader business rhythm.
Ensure forecast accuracy, consistency, and executive confidence across CRM and ERP systems.
Translate commercial performance metrics into actionable insights that drive accountability and decision velocity.
Own CRM data integrity, pipeline hygiene, and reporting standards as the single source of truth for commercial performance.
Partner with Technology and Business Systems teams to ensure CRM–ERP integration supports performance management, not just system administration.
Ensure commercial data supports enterprise forecasting, resource planning, and delivery readiness.
Partner closely with Finance to align sales forecasts with revenue planning, budgets, and financial targets.
Collaborate with Delivery and Services leadership to align pipeline expectations with execution capacity and readiness.
Support HR and Sales Enablement on incentive planning, territory alignment, and performance visibility.
Maintain enterprise objectivity while serving as a trusted operational partner to Sales leadership.
Support the EVP of Sales in the design and execution of incentive compensation, territory planning, and quota alignment in coordination with Finance and HR.
Improve sales productivity through process clarity, cadence discipline, and performance transparency.
Ensure enablement initiatives are reinforced through metrics, operating rhythm, and accountability.
Lead and facilitate recurring sales operating cadence meetings, including forecast calls and pipeline reviews.
Validate forecast inputs and outputs across systems prior to executive and board-level reporting.
Prepare commercial performance insights for business reviews and planning sessions.
Enforce data standards and operating discipline across sales teams.
Act as the primary operational interface between Sales, Finance, Delivery, HR, and Business Systems.
Continuously refine sales operations processes to improve predictability, efficiency, and scalability.